DECEMBER 21, 2017

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UNIT 23 – AN OVERSEAS PARTNER

• Getting started
• The problem of expanding into a new market
• Advise for foreign companies thinking of expanding into your local
market
• Points to consider: language; laws and regulations; local tastes and
customs; local collaborators and competitors; finance;

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READING
COMPLETE WITH ONE OF THE FOLLOWING WORDS:
OTHER, AS, CAPABLE, ITS, OVER (UNDER), DUE (OWING, THANKS), IN,
WITH, OR, WHICH (THAT). FOR, WILL , VIEW, MOST

• Dear Mr Lee,
• We are a specialist producer of top-quality reflective optical components for microscopes and ____ scientific instruments based in Lublin,
Poland. ____ you may have read in the trade press, just over a year ago we patented an improved version of an extremely compact mirror
which is ___ of reflecting almost 100% of the light it receives. Sales of this mirror (in ___ original form) to our customers in Europe and
the US have risen from US$1m two years ago to just ____ US $4.5m last year).
• ______ to our excellent sales projections, based on market research in Europe and America, we have increased our production capacity
by 100% and are now also ____ a position to begin supplying other markets with our products. Our plans, therefore, include an Asian
presence, and ____ that objective in mind, we are seeking a distributor, _____ possibly a joint-venture partner in your country. Other
products which we have in the pipeline and ___ we should be launching within the coming year include a reflection-free liquid lens for
microscopes and a self-cleaning eye-piece suitable ___ a wide range of optical instruments.
• Aniela Polanski, Magiczne Lustra’s CEO, _____ be undertaking a tour of Asian countries next month, with a ___ to identifying possible
sales partners, and would welcome the opportunity to meet with you to discuss our plans and demonstrate our products. Please ____ me
know if this possibility would interest you and what dates would be the _____ convenient for you.
•
• We look forward to hearing from you.
• Yours sincerely,
• Marion Armley
• PA to Aniela Polanski

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PARAPHRASING:

• We are a large chemical company and our main offices are situated in
Bahrain. (based)
• We are thinking of moving our offices to Abu Dhabi, and it’s possible
you heard this on the news. (as)
• This book sold very successfully in the USA and Canada in the way it
was designed at first. (form)
• We are launching an updated version of this product because we have
made some technological innovations. (due)

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PARAPHRASING:

• Our training budget has been approved, so we can now run the
course. (position)
• We are hoping to increase our sales in India, and, I order to achieve
that purpose, we are launching a multi-million-rupee advertising
campaign. (mind)
• We have various new products being developed at the moment.
(pipeline)
• We shall be launching a new publicity campaign in order to increase
our share of the North American market. (view)

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TENSES IN FUTURE TIME CLAUSES

G R A M M A R WO R K S H O P
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1

After WHEN, WHILE, AS SOON AS, UNTIL, AFTER, BEFORE, AS use

Present Simple

I shall retire when I am 60. (not: when I will be 60)

We’ll start the meeting WHEN SHE ARRIVES.

I’ll type the report WHILE YOU DO THE GRAPHICS.

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Present continuous –
for something that will happen for longer than something else
mentioned in the future
I expect we’ll reach agreement WHILE WE ARE HAVING COFFEE
AFTER LUNCH
-in progress at a time in the future
We won’t be able to entertain visitors WHILE WE ARE
REFURNISHING THE OFFICES.

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3

Present Perfect – something which have finished before a time in the

future

Our output should double WHEN WE HAVE BUILT THE NEW

FACTORY

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NOTE: BOTH Present Simple & present Perfect
I won’t tell you until … I finish writing
I have finished writing

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COMPLETE THE SENTENCES WITH THE CORRECT TENSE
(SOMETIMES MORE THAN ONE IS POSSIBLE)

• When I ____ (finish) this course, I hope my job prospects will have been
greatly improved.
• I won’t have time for a holiday while I ____ (work) on this project.
• We won’t come to any firm decision until the market research ____ (be)
completed.
• Why don’t you drop by our office while you ____ (visit) Hong Kong?
• I won’t be able to finalize the sales forecast until I ____ (speak) to all our
sales managers.
•

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COMPLETE THE SENTENCES WITH YOUR OWN IDEAS:

• I’ll be happier with my work when …

• I won’t stop studying English until …
• I hope to make my first million before
• Next year, while….

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